About this role
Own and grow eGain’s insurance vertical revenue by building the GTM engine for P&C and Life enterprise segments. Drive net-new logo acquisition, expansion ARR, pipeline generation, and serve as the company’s primary external voice through thought leadership and industry events.
Key Responsibilities
- Own insurance vertical revenue target and vertical P&L
- Develop and execute multi-year GTM strategy for P&C and Life
- Acquire net-new enterprise accounts (1,000+ employees) and expand existing strategic accounts
- Generate pipeline via outbound prospecting, ABM campaigns, partner co-selling, and events
- Act as external evangelist with thought leadership (white papers, keynote, webinars, executive briefings)
Technical Overview
Commercial GTM role focused on AI knowledge management for enterprise customer engagement, with partner ecosystem selling using platforms such as Guidewire, Salesforce, NICE, and Genesys. Emphasis is on revenue operations, enterprise pipeline generation, and insurance executive stakeholder management rather than product engineering.
Ideal Candidate
The ideal candidate is an executive-level go-to-market and revenue leader with strong experience selling into the insurance industry (both P&C and Life). They build GTM engines that drive net-new enterprise accounts using outbound prospecting, ABM campaigns, partner co-selling, and event-led engagement, while also owning vertical P&L and serving as the organization’s external thought-leadership voice.
Must-Have Skills
Own the insurance vertical revenue target (new logosexpansion ARRand overall vertical P&L accountability)Develop and execute a multi-year GTM strategy for P&C and Life insurance enterprise segmentsIdentifypursueand close net-new enterprise accounts (1000+ employees) across North America and selectively in EMEA/APACDrive pipeline generation through outbound prospectingABM campaignspartner co-sellingand event-led engagementServe as eGain’s primary external voice and evangelist for the insurance industry
Nice-to-Have Skills
deep insurance-specific insights to contribute to product strategyexperience within an AI knowledge management platform contextstrong familiarity with partner ecosystem selling with system integrators
Tools & Platforms
GuidewireSalesforceNICEGenesys
Required Skills
vertical revenue leadershipGTM strategyenterprise sellingnet-new account acquisitionoutbound prospectingABM campaignspartner co-sellingdemand generationthought leadershipwhite paperskeynote presentationswebinarsexecutive briefingsaccount management
Hard Skills
vertical revenue leadershipGTM (go-to-market) strategyenterprise sellingaccount managementpipeline generationoutbound prospectingABM campaignspartner co-sellingdemand generationP&C and Life insurance enterprise segment strategynet-new account acquisitionenterprise account targeting (1000+ employees)thought leadership content developmentwhite paperskeynote presentationswebinarsexecutive briefingsevent participation and representationpartner ecosystem developmentrelationship management with CIOCTOCAIOand Chief Claims/Customer Officer levels
Soft Skills
executive communicationevangelismleadershipstrategic thinkingstakeholder managementcross-functional collaborationpersuasive presentation
Keywords for Your Resume
Go-to-Market LeaderGo-to-marketGTM enginevertical revenuevertical P&L accountabilityinsurance verticalP&C insuranceLife insuranceenterprise sellingnet-new enterprise accounts1000+ employeesoutbound prospectingABM campaignspartner co-sellingdemand generationthought leadershipwhite paperskeynote presentationswebinarsexecutive briefingsinsurance industry eventsGuidewire ConnectionsIASALIMRALOMAInsureTech ConnectGuidewireSalesforceNICEGenesysCIOCTOCAIOChief ClaimsChief Customer Officersystems integrators
Deal Breakers
Must have insurance vertical go-to-market and enterprise revenue leadership experience (P&C and/or Life), Must have a track record owning vertical revenue targets and vertical P&L accountability
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